ArticleSocial cognitive and affective neuroscience2017
Modulating the neural bases of persuasion: why/how, gain/loss, and users/non-users.
Article in Social cognitive and affective neuroscience, 2017. The graph could read no effect estimate from its abstract, so it casts no vote on the map. It is linked to trial NCT04279483 (Geo Smoking Study and Neural and Geospatial Examination of Smokers' Exposure to Retail Environments), which is not on this map. Cited by 27 papers, 1 of them a synthesis that pooled it.
What it found
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The abstract states no effect estimate the extractor could read, or names no intervention and outcome on the map, so this paper lights no cell and moves no belief. It is still indexed, cited and linked below.
The trial behind it
Trials whose registry record cites this paper, or whose number appears in the abstract. A trial that started after this paper was published is citing it as background, not reporting it.
Geo Smoking Study and Neural and Geospatial Examination of Smokers' Exposure to Retail Environments
Who cites it
27 citing papers in PubMed, 1 synthesis or guideline pooled it.
- Effects of Message Framing on Cancer Prevention and Detection Behaviors, Intentions, and Attitudes: Systematic Review and Meta-analysis.Journal of medical Internet research · 2021Pooled it
- The role of dorsal anterior cingulate cortex in dynamic attitude changes in naturalistic settings.Communications biology · 2026Article
- Exploring the impact of message framing and physical activity levels on the effectiveness of health communication and its underlying cognitive processes.BMC psychology · 2026Article
- Pictorial warning labels reduce sharing intentions, blunt self-relevance processes elicited by social media posts promoting cannabis edibles.The Journal of communication · 2025Article
- Baseline physical activity moderates brain-behaviour relationships in response to framed health messages.Social cognitive and affective neuroscience · 2025Article
- Expert and Novice Teachers' Cognitive Neural Differences in Understanding Students' Classroom Action Intentions.Brain sciences · 2024Article
- Gain/loss framing moderates the VMPFC's response to persuasive messages when behaviors have personal outcomes.Social cognitive and affective neuroscience · 2023Article
- Prospect Theory: A Bibliometric and Systematic Review in the Categories of Psychology in Web of Science.Healthcare (Basel, Switzerland) · 2022Review
- Brain system integration and message consistent health behavior change.Health psychology : official journal of the Division of Health Psychology, American Psychological Association · 2022Article
- How childhood maltreatment links to labor values? The mediating role of moral competence and prosocial normative tendency.BMC psychology · 2022Article
- Exploring physiologic reactions to persuasive information.Psychophysiology · 2022Article
- Social networks and neural receptivity to persuasive health messages.Health psychology : official journal of the Division of Health Psychology, American Psychological Association · 2021Article
- Harnessing Neuroimaging to Reduce Socioeconomic Disparities in Chronic Disease: A Conceptual Framework for Improving Health Messaging.Frontiers in human neuroscience · 2021Article
- Drinking and responses to antidrinking messages among young adults: An fMRI study.Addiction biology · 2021Article
- Sense or sensibility? The neuro-functional basis of the structural matching effect in persuasion.Cognitive, affective & behavioral neuroscience · 2020Article
- Neural Mechanisms of Attitude Change Toward Stigmatized Individuals: Temporoparietal Junction Activity Predicts Bias Reduction.Mindfulness · 2020Article
- The Effectiveness of Online Messages for Promoting Smoking Cessation Resources: Predicting Nationwide Campaign Effects From Neural Responses in the EX Campaign.Frontiers in human neuroscience · 2020Article
- Promoting adolescent health: insights from developmental and communication neuroscience.Behavioural public policy · 2019Article
- Adolescents' Neural Response to Tobacco Prevention Messages and Sharing Engagement.American journal of preventive medicine · 2019Article
- Time-evolving dynamics in brain networks forecast responses to health messaging.Network neuroscience (Cambridge, Mass.) · 2019Article
Corrections and comments
PubMed lists nothing against this paper. Absence here is not a guarantee, only a check that was made.
Authors and funding
5 authors.
Funding
No grant is acknowledged in the PubMed record.
Abstract
Designing persuasive content is challenging, in part because people can be poor predictors of their actions. Medial prefrontal cortex (MPFC) activation during message exposure reliably predicts downstream behavior, but past work has been largely atheoretical. We replicated past results on this relationship and tested two additional framing effects known to alter message receptivity. First, we examined gain- vs. loss-framed reasons for a health behavior (sunscreen use). Consistent with predictions from prospect theory, we observed greater MPFC activity to gain- vs. loss-framed messages, and this activity was associated with behavior. This relationship was stronger for those who were not previously sunscreen users. Second, building on theories of action planning, we compared neural activity during messages regarding how vs. why to enact the behavior. We observed rostral inferior parietal lobule and posterior inferior frontal gyrus activity during action planning ("how" messages), and this activity was associated with behavior; this is in contrast to the relationship between MPFC activity during the "why" (i.e., gain and loss) messages and behavior. These results reinforce that persuasion occurs in part via self-value integration-seeing value and incorporating persuasive messages into one's self-concept-and extend this work to demonstrate how message framing and action planning may influence this process.
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Registered trials
Read under generation 80e0d062 · epoch 390. Bibliography from PubMed, PubMed Central and OpenAlex; grants from NIH RePORTER; trial links from ClinicalTrials.gov; estimates, votes and beliefs from the OpenQuestion graph.